Director, Global Account Strategy

Glossier; New York (NY); On-site; USD 145,000 - 189,000; Full time

Benefits offered by this job

Medical health insurance

401K

Equity in form of Restricted Stock Units

Paid Time Off

Short Term and Long Term Disability leave

Job summary

Glossier is seeking a Director, Global Account Strategy in New York City. This role involves leading the strategic management of Glossier's global wholesale account portfolio, ensuring alignment across various teams and driving operational excellence. The ideal candidate will have at least 10 years of experience in wholesale and a strong background in sales leadership.

This full-time position offers a salary range of $145,000.00–$189,000.00, with additional benefits including health insurance, 401K, equity options, and paid time off.

Qualifications

• 10+ years of experience in wholesale, sales, or account management.
• Strong people leadership experience is essential.
• Experience with Sephora as a wholesale partner is preferred.

Responsibilities

• Lead the global wholesale account strategy.
• Establish annual and multi-year commercial planning processes.
• Drive consistency in account management practices.

Skills

Wholesale management

Sales leadership

Cross-functional collaboration

Financial acumen

Strategic planning

Analytical skills

Team building

Education

10+ years in wholesale or sales

Job description

WHO WE ARE.

Glossier is a people-powered ecosystem, brought to life by engaging online and offline experiences. In 11 years, we have built an iconic brand that goes far beyond beauty. Our brand is built on trusted emotional connection, empathy, and consistency in how we show up for people every day. We are woven into everyday moments of people’s lives, becoming part of their routines, their self-expression, and their confidence. We are defined not just by what we make, but by how we make people feel and the relationships we build over time. Our north-star values are to be Human, Curious, Playful, and Helpful. We are driven by a shared mission to become the Most Loved Lifestyle Brand in the World.

THE ROLE.

As the Director, Global Account Strategy, you will lead the strategic management and performance of Glossier’s global wholesale account portfolio. This role is responsible for developing and driving the overarching commercial strategy across wholesale channels, ensuring alignment between regional account teams, cross-functional partners, and company growth objectives. You will serve as the connective leader across North America and International markets, establishing best practices, driving operational excellence, and identifying opportunities to accelerate growth, profitability, and brand expansion globally.

You will partner closely with Commercial, Brand, Product Marketing, Planning, Operations, Finance, and Retail leadership to ensure a cohesive approach to account management, long-range planning, and wholesale channel development. This role reports to the Chief Commercial Officer (CCO) and manages a team of two direct reports.

EXPECTATIONS.

• Lead the development and execution of Glossier’s global wholesale account strategy, ensuring alignment across North America and International markets
• Establish and oversee annual and multi-year commercial planning processes, including account prioritization, growth strategies, and performance objectives
• Drive consistency in account management practices, reporting, forecasting, and business planning across regions and partners
• Partner with regional account leaders to identify growth opportunities, mitigate risks, and unlock operational efficiencies across the wholesale portfolio
• Develop and maintain executive-level business reviews, performance scorecards, and reporting frameworks to evaluate account health and business performance
• Drive consolidated wholesale forecasting, revenue planning, and performance tracking in partnership with Finance and Planning teams
• Lead wholesale channel optimization efforts, identifying opportunities to improve profitability, productivity, and return on investment across accounts and markets
• Collaborate with Brand, Product Marketing, and Retail teams to align product launches, assortment strategies, and marketing initiatives across wholesale partners
• Oversee retailer investment strategies, including cooperative marketing and promotional funding, ensuring effective allocation and measurable business impact
• Drive cross-functional governance and alignment across key commercial initiatives, ensuring successful execution against business objectives
• Build and develop a high-performing account management organization through coaching, performance management, and talent development
• Identify and evaluate new business opportunities, partnerships, and channel expansion opportunities that support long-term growth objectives
• Continuously refine and evolve the wholesale operating model, processes, and tools to support scalability and future growth

KEY INGREDIENTS.

We know you're here to do great work, raise the bar, and make a meaningful impact, and we're here for that, too. While there's no single path to success, we've found that the key ingredients below set the foundation for doing your best work, thriving in the role, and ultimately making it your own (i.e. successfully bringing this formula to life).

• 10+ years of experience in wholesale, sales, account management, or commercial leadership within the beauty, consumer goods, or retail industry
• Experience with Sephora as a wholesale partner strongly preferred
• Proven experience leading multi-market or global account portfolios with responsibility for revenue growth and business performance
• Strong people leadership experience with a demonstrated ability to build, coach, and develop high-performing teams
• Experience driving commercial planning, forecasting, and performance management processes across multiple business channels or regions
• Strong financial acumen with experience managing revenue plans, profitability metrics, and investment decisions
• Exceptional cross-functional leadership skills with the ability to influence and align stakeholders across Commercial, Marketing, Product, Operations, Finance, and Retail teams
• Strategic thinker with the ability to translate long-term objectives into actionable business plans and measurable results
• Strong analytical capabilities and comfort working with large datasets, performance metrics, and forecasting models
• Excellent executive communication and presentation skills, with experience engaging senior leadership and external partners
• Highly organized with strong attention to detail, project management capabilities, and a continuous improvement mindset

In accordance with the applicable law, the following represents a good faith estimate of the minimum and maximum compensation range for this position:

• The estimated annual pay range for this role is $145,000.00-$189,000.00.
• There may be future opportunities for continued pay progression based on continued strong performance in the role.
• Full‑time positions are also eligible for a competitive compensation and benefits package that includes medical health insurance, 401K, equity in the form of Restricted Stock Units, Paid Time Off, Short Term and Long Term Disability leave, and a range of other benefits.
• Learn more at the Glossier Career page.

Compensation for the role will be determined based on permissible, non‑discriminatory factors such as a candidate’s qualifications, skills, and experience.

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We are an Equal Employment Opportunity (“EEO”) Employer. It has been and will continue to be a fundamental policy of Glossier not to discriminate on the basis of race, color, creed, religion, gender, gender identity, pregnancy, marital status, partnership status, domestic violence victim status, sexual orientation, age, national origin, alienage or citizenship status, veteran or military status, disability, medical condition, genetic information, caregiver status, unemployment status or any other characteristic prohibited by federal, state and/or local laws. This policy applies to all aspects of employment, including hiring, promotion, demotion, compensation, training, working conditions, transfer, job assignment, benefits, layoff, and termination.